1. If a customer doesn’t need it, they aren’t going to buy it.
Is There A Need?
If a customer doesn’t need it, they aren’t going to buy it.
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2. What Is The Difference Between An Inventor & An Entrepreneur?
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3. Market Focus!
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4. The Goal
Go from just thinking you have a great idea to knowing you have one that will work.
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5. Key Points Needs assessment Customer caring factor Need meeting factor
Is it compelling?
Example
What not to do
Your next steps
Wrap up
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6. Grab your worksheet and follow along.
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7. Needs Assessment
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8. Customer Caring Factor
If your customer doesn’t care, it is lower ranked.
Pain points are more important to customers
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9. You should be meeting your customer requirements 100%
Need Meeting Factor
You should be meeting your customer requirements 100%
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10. Is It Compelling?
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11. Customer Caring Factor (%) Need Meeting Factor (%)
How Does It Work?
Need that You Fill
 Customer Caring Factor (%)
 Need Meeting Factor (%)
Thirst
(Negative Motivator) 
50%
100%
Need for Vitamins
(Positive Motivator) 
Need to be Healthy
80%
Taste
(Positive Motivator)
70%
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12. Top Mistakes To Avoid
Starting with the feature of a product and making up needs.
Thinking that a feature of a product is a need.
Not boiling a need down to a positive or negative motivation factor.
Going after needs that aren’t important to customers.
Only fixing part of the customer’s need.
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13. Now What? If you have a need move forward with the product.
If you don’t have a need reconsider your business.
If you have a need that people don’t care for you should re- evaluate your strategy.
If your product or service doesn’t fully meet a need you should adapt it.
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14. Key Points Needs assessment Customer caring factor Need meeting factor
Is it compelling?
Example
What not to do
Your next steps
Wrap up
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15. The Goal
Go from just thinking you have a great idea to knowing you have one that will work.
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16. When thinking about a new business idea, start with the need first so you don’t pursue an idea that may not succeed.
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